Sales Champions - The mind-set of a sales champion

1. HOW TO TURN
GREAT PLANS
INTO
SUCCESSFUL
OUTCOMES
Selling Skills INSTITUTE
The Leader in Transforming Sales Performance

2. Turn Great Plans into Successful Outcomes
It has been estimated that LESS THAN 50% of salespeople
actually achieve their annual sales goals.
Six steps you can take to ACHIEVE YOUR 2015 GOALS:
1. Work with the mindset of a champion
2. Design a plan to achieve your goals
3. Discipline yourself to win
4. Effectively execute your plan
5. Work with purpose and passion
6. Take time for self-reflection
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3. The Mindset of a Champion
MINDSET – The thoughts, attitude and beliefs that
lead to the ACTIONS you take.
If you continue to have the SAME THOUGHTS, you will
continue to get the SAME RESULTS.
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4. The Mindset of a Champion
4. Behavior
2. Feelings
3. Attitude
1. Thoughts
5. GOALS
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Close the gap between your performance and your potential.
Increase your awareness!

5. Self-Discipline
SELF-DISCIPLINE: Is the ability to make yourself do what you
should do when you should do it, whether you feel like it or not.
The following steps will help you to develop and master self-discipline:
 Take responsibility – Make a personal commitment to self-discipline
 Develop a plan – Develop and document your plan to achieve your goals
 Become action-oriented – Continue to work your plan until you achieve
the outcomes you desire
 Avoid procrastination and distractions – Leave procrastination for
another day and remove negative thoughts and habits from your mind
 Commit to consistent repetition – The more often you perform an
activity the easier it becomes
 Be persistent – Maintain your focus on your goals and continue to take
small steps towards success on a daily basis
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6. Effective Execution
EFFECTIVE EXECUTION is the difference between aspirations
and results. It is the gap between what a person wants to achieve and
what they actually achieve.
 Clear responsibility and
accountability are a must for
effective execution to take place
 Effective execution is impossible if
strategies are flawed
 Business strategy must be
translated into activities in order to
execute the strategy
 Evaluate whether the right things are
indeed being accomplished on a
regular basis
 Take corrective steps when things
aren’t working
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7. Design a Plan to Achieve Your Goals
SALES PLAN: The plan provides a roadmap for how you plan to
accomplish your goals.
 Executive summary – summary of the opportunities and
challenges you face
 SWOT analysis
- Strengths
- Weaknesses
- Opportunities
- Threats
 External factors influencing results
 Sales projections
 Tactical initiatives
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8. Work with Purpose and Passion
People who are most successful and productive are the ones who
have recognized their PURPOSE and live their life according to their
purpose, following their true calling and PASSION.
A clear sense of
purpose enables
you to focus your
efforts on what
matters most,
compelling you to
take risks and push
forward regardless
of the odds or
obstacles.
 Your mission is clear
 Your goal is compelling
 Your focus is laser-like
Knowing your WHY is an important first step in figuring out HOW to achieve
the goals that excite you and create a life you enjoy living.
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9. Take Time for Self-Reflection
TAKE TIME TO FOCUS on your goals, your thinking patterns,
behavior, and what’s working and not working.
Spend time alone somewhere with a pen and paper / computer and
map out your thoughts for 2015.
 What new skills do you want to learn, improve, and master?
 What new things do you want to try in 2015?
 What personal qualities or habits do you want to develop, cultivate, or
strengthen?
 What do you want your day-to-day life to be like in 2015?
 What is your number one goal in 2015 and how are you planning to
achieve it?
 What sacrifices are you ready to make to reach your goals?
Being TRUTHFUL to yourself is the key, without this you won’t get very far. Of
course, this truth may be unpleasant or even scary.
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10. Selling Skills INSTITUTE
The Leader In Transforming Sales Performance
The Selling Skills
Institute has been
delivering record-
breaking sales
results for its clients
for 18 years.
If you’re interested in skyrocketing your sales in 2015, call today to learn about our sales training
programs and individual coaching. You can reach the Selling Skills INSTITUTE at 339-927-2746 or
visit our website at sellingskillsinstitute.com
Specializing in:
Onsite corporate sales training and development,
virtual training and individual coaching.